Ensuring sales success : strategic planning for Finnish B2B service providers

Abstract

This bachelor’s thesis details the research, development, and suggested implementation phases of an original sales handbook. The background of the thesis was influenced by the thesis author’s work placement experience, but the thesis was written without a commissioner. The purpose of the thesis is to demonstrate a comprehensive guide for establishing business-to-business service selling, using a fictional Tampere business as an example. Academic research was conducted via literature review, and that information was further expanded upon to create the handbook’s canvases.

The result of the research is a sales development handbook with accompanying worksheets that detail the process undertaken by small business owners to adopt a new sales strategy.

The last chapters of the thesis detail the implementation suggestions and possible development issues and how to solve them.